Job Details

The Enrollment and Sales Specialist:

Potential Participant Inquiry – 40% 

• Develops and executes the marketing and sales strategy for assigned territory to exceed monthly enrollment quotas (minimum 6 enrollments/month).
• Creates strong relationships with referral sources in order to effectively educate others regarding PACE services. Referrals sources include healthcare professionals, inpatient/outpatient healthcare settings, independent living communities, government entities, faith-based groups, community resources.
• Prospects for new account opportunities based on research.
• Receives communication from call center, broker, and/or other Outreach Specialist to handoff complex leads requiring further qualification.
• Identifies populations of Medicaid, Medicare, Dual Eligible, VA, and Private Pay individuals and strategically aligns Empath Life PACE services within their communities through referral channels.
• Increase the account volume of referral sources in their assigned territories, as well as referral volume through strategic account management and follow up to meet and exceed assigned minimum performance and activity expectations.
• Creates and conducts effective proposal presentations to referral sources and prospective participants.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow-up in the CRM.
• Receives communication from call center, broker, and/or PACE/LIFE Specialist to hand off qualified referrals.
• Confirms intake appointment schedule and arrives at appointments on time.
• Completes intake profile with all requested information directly into the Customer Relationship Management (CRM) tool. Profile completed with information obtained from prospective participant or their representative and referral sources when applicable. Gathers information regarding individual situations and service needs.
• Promotes the program to the prospective participant, family members and/or their representatives, aligning messaging with the individual needs of the customer.
• Moves the sale forward during every prospect interaction.
• Provides exceptional customer service to individuals who inquire about, enroll in, and/or participate at Empath Life referral sources. Integrates as a trusted resource who is able to meet the needs of referral sources and prospective participants, encouraging more referrals to be submitted to Empath Life PACE.
• Based on comprehensive knowledge of all Empath Life services within the continuum of care, identifies the most appropriate services for each potential participant based on their individual situation and needs.
• Schedules center visits, home visits, tours and other interactions with affiliate staff to familiarize potential participants with Empath Life programs and services.
• Utilizes excellent customer service and effective sales techniques to increase service as appropriate for each individual. Strategically identifies and generates additional referrals through referral source and prospective participant interactions.

Enrollment Process Management – 50%

• Real time accurate updates of prospective progress into CRM.
• Works closely with applicants and/or applicant’s representatives as primary point of contact throughout enrollment process.  
• Coordinate with applicant and/or applicant’s representatives to collect necessary information and documentation throughout the approval and Medicaid enrollment process.  
• Maintains accurate documentation and actively monitors the application process for each potential participant/client throughout the enrollment process to ensure participant/client is enrolled
• Presents prospect cases to their assigned center’s enrollment decision team to advocate for the prospects and make the internal sale to the team by presenting accurate and pertinent information regarding the prospect’s living situation, condition and service needs.
• Closely collaborates with the Eligibility and Financial Determination department and related third parties to properly complete, submit and monitor Medicaid application process to help individuals access Medicaid benefits in order to enroll in Empath Life PACE/LIFE or another affiliate as appropriate.
• Understands, possesses and utilizes sales skills to “close” the transaction.
• Performs home visits and/or day center visits to complete all Medicaid enrollments within required timeframes.

Post Enrollment Follow up/Additional Duties – 10%

• To ensure prospect’s smooth transition into the program, works closely with the interdisciplinary team, marketing/sales, call center, operations, Medicaid, accounting, and others.   
• Provides hand off of cases when appropriate to key staff post-enrollment.
• Works closely with affiliate staff and Empath Life marketing/sales to increase community awareness of and strengthen positive brand image of Empath Life and its affiliates.
• Performs other duties as requested in a positive and helpful manner to ensure a smooth-running work area.

Qualifications and Requirements:

• Bachelor’s degree in business, sales, marketing, social work or healthcare administration, or a related field (advanced degree preferred) or one to two years related experience and/or training; equivalent combination of education and experience.
• 2+ years of proven successful healthcare focused sales, intakes or admissions in both B2B (hospitals, healthcare providers, senior living communities, etc.) referrals sources and B2C (individual patient) settings, Medicare Advantage plans, Managed Care Medicaid plans, Veterans Administration health benefits; or equivalent combination of education and experience.
• Experience in comparable healthcare, insurance, or related industry with a track record of "closing" the sale.
• Sophisticated experience and skilled in using CRM database systems (e.g. Salesforce, SMARTMD, Playmaker, etc.)
• Requires personal transportation, valid state issued driver’s license, good driving record and auto insurance as required by law.

Empath Health values diversity as it strengthens our community and care. We embrace the diversity of cultures, thoughts, beliefs and traditions of our employees, volunteers and people we are honored to serve across our network. Our diverse staff reflects our community and each day, we work to be respectful, sensitive and competent with each other and those in our care. In every journey, we are dedicated to achieving comfort, dignity and exceptional care. Those of all backgrounds are welcome and encouraged to apply with us or seek our care and services.

Our commitment to patient, client, staff and volunteer safety is a cornerstone of a High Reliability Organization with a focus on zero harm. Participation in the seasonal influenza is a condition of employment and a requirement for all Empath Health employees.

Providing compassionate, full life care is an honor we take seriously at Empath Health. Join our team and make a positive impact in the community!